If you som...

Question

If you somehow make it through the interviews to become an enterprise AE can you do anything to ensure you won’t be given a bad territory or book?

Just hoping to not inherit a book that lead to the previous rep to be out on a PIP

Former Employee · Accepted Answer

In my experience there’s nothing you can do to influence this, I would ask smart and proactive questions around the territory already during the interviews. At least on the Business Development side, we also regularly switched territories between reps so nobody got stuck with a bad patch.

Current Employee · Answer

You won't be given a "bad book." If you're being hired it's because they feel you have the traits to succeed. Get to know your client's business, and ask your manager to help you gain access to and stay at C-level.

Current Employee · Answer

You will inherit 5-10 existing customers. The retention rate is really high(for EMEA it's +90%). But you will only have a few prospects to work on. So growing the accounts you get, is very important.

Former Employee · Answer

Can’t really control your territory. I would ask what accounts you’ll be assigned as early and diplomatically as possible. Indicate you want to start your account research ASAP. OK to ask their history with Gartner as well. But you may not be told officially what they are until you’ve accepted.

Former Employee · Answer

I don’t want to sound harsh, but I’ve been with Gartner for 11 years & you have zero say in your territory. if you were to ask a manager this question in the process you probably would be passed over so I would recommend not doing that. I would say it’s 90% the rep before you was forced out

Current Employee · Answer

In my experience they are pretty fair with new reps. We had a rep that joined that took on a territory with a ton of cancels. They have those cancels hit the house account and the new rep can still hit.
Sometimes you may get a tough book, but you can recover it and make a ton of $.

Current Employee · Answer

You can't control this.  Retention has different rates across territories and Business units,  with our CIO business it is quite high vs <50% with Finance/HR .  That being said, they want to set you up for success so it's in their interest to support you with a good territory.

Current Employee · Answer

How would one ever control that at Gartner or any other company? The only steps I think you could take would be to ask if the territory was hiring because of growth or backfilling, see what information the hiring manager will share, and make your best decision based on that.

Current Employee · Answer

Even bad territories can change pretty quickly if new execs are hired into the accounts. I think what is more important is having good management. A good manager will take responsibility for helping you achieve quota. Ask for help, follow best practices, be a good team member and you’ll be fine.

Current Employee · Answer

No - no way to really tell until you’re in and the accounts are split out to you. You’ll likely get a mix of new clients and legacy clients - with the legacy clients sometimes being the hardest ones to grow. If you’re disciplined and follow a solid process, you’ll be fine.

Current Employee · Answer

Good news. A hiring principle and general rule/guideline to management is to give the new employees less risk associated with the territory. As a rep who has been here 5+ years, Gartner has a lot of turnover but the territory isn’t one of the reasons. Gartner gives new hires good territories

Former Employee · Answer

Managers are pressured to make sure new hirees make it to Winners Circle. So you’ll be ok 1st year. Managers are also pressured to make sure a Winner Circle winner repeat that a 2nd yr. So you shd be ok the 2nd yr as well. It gets trickier after that, you’ll be sacrificed to make new hirees succeed

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Anonymous Q&A

If you somehow make it through the interviews to become an enterprise AE can you do anything to ensure you won’t be given a bad territory or book? Just hoping to not inherit a book that lead to the previous rep to be out on a PIP